You and I have goals we set for ourselves. Some we write down, some we verbalize to others. (Using both methods at the same time is best. Public pronouncement and writing them down is hard to beat. Then of course, measuring how you do each and every day. This is how goals are met. It’s not a secret. There’s nothing mysterious about it.)

One goal I know you’d really like to hit is to have more new patient referrals. Right?

My question: Are you doing what you should be to get them? Or, are you “hoping” and just not getting?

My guess: You’re doing only a small portion of what you should be to get more. In fact, if I were in your office today, would I even hear your staff (any of them) talk to a patient about referring?

Would I see a newer sign proclaiming you welcome new patient referrals? Would I hear YOU have a convo with any patient about referring? Would I see any pieces of mail being prepared or already mailed (samples) of anything you’ve crafted to generate more referrals?

Would I see a monthly newsletter sent via email and snail mail? (If you’re only doing one, you’re MISSING a huge opportunity – one of the single biggest for practice growth!)

Would I see a chart on the wall in the plush staff lounge where you are plotting out which team member has referred the most patients and the rewards available? (Display pics of the rewards!)

Would I overhear your office manager training staff on asking for referrals?

If the answer is NO to any of these questions, then you’re asking for something that will never happen to the degree you want due to one thing: INCONGRUENT BEHAVIORS and no tracking of the goal.

Fix them. You then should have 1 staff meeting every month on REFERRALS and your team’s plan to generate more all the time. Ongoing meetings over this one thing will DOUBLE your referrals every year! You could go 100% referral! But, unless you’re willing to do the bare minimum above, you’ll never get there.

New movers have always been a source of good, solid new business for my SofTouch Dental offices.

In fact, there’s not a week that goes by that I don’t talk to a client or new, prospective client, about marketing to New Movers.

A while back I gave the following information out when marketing to new movers…I follow this exact strategy for not just my clients, but for SofTouch Dental, too.

Here are 7 things you MUST do correctly for your New Mover Marketing program to succeed…

1.) NEVER use a “new list.” Rent the names that are at least 4 months old, preferably 6 months or more, all the way back to 1 year! Especially now, since most new movers are not getting the advertisements they were 1 year or 2 years ago. You’ll be almost all by yourself!

2.) ALWAYS use a hand-addressed envelope!

3.) ALWAYS use a First Class “Love” Stamp or similarly interesting “personal” stamp. Commemorative stamps work best. That way, it doesn’t smack of “bulk” mail.

4.) ALWAYS include an offer, a “grabber” and a tight deadline. There are 100s of things you could do to make your envelope dimensional – like 3-D mail.

5.) NEVER mail just one time. Mail at least three times (unless the first was a bomb and did not provide ANY new patients)

6.) TEST the following: mail ½ of your list with just a return address. Mail the OTHER ½ of the list using your name AND return address.

7.) AVOID using labels if at all possible. Hand-written envelopes are best and most effective.

BONUS: #8.) On the 2nd and 3rd mailings, use stickers or stamps to indicate, “Second Notice” and “Final Notice.”

For more information on New Mover Marketing Programs, just shoot me an email and I’d be happy to work up a custom-designed program for you based on these time-tested and proven strategies.

New movers have always been a source of good, solid new business for my dental office.

In fact, there’s not a week that goes by that I don’t talk to a client or new, prospective client, about marketing to New Movers.

A while back I gave the following information out when marketing to new movers…I follow this exact strategy for not just my clients, but for Wellness Springs Dental of Salem, too.

Here are 7 things you MUST do correctly for your New Mover Marketing program to succeed…

1.) NEVER use a “new list.” Rent the names that are at least 3 months old, preferably 6 months or more, all the way back to 1 year! Especially now, since most new movers are not getting the advertisements they were 1 year or 2 years ago. You’ll be almost all by yourself!

2.) ALWAYS use a hand-addressed envelope! If you just can’t, then test a handwritting font vs. Avery 5160 label with Courier font.

3.) ALWAYS use a First Class “Love” Stamp or similarly interesting “personal” stamp. Commemorative stamps work best. That way, it doesn’t smack of “bulk” mail.

4.) ALWAYS include an offer, a “grabber” and a tight deadline. There are 100s of things you could do to make your envelope dimensional – like 3-D mail.

5.) NEVER mail just one time. Mail at least three times (unless the first was a bomb and did not provide ANY new patients)

6.) TEST the following: mail ½ of your list with just a return address. Mail the OTHER ½ of the list using your name AND return address.

7.) On the 2nd and 3rd mailings, use stickers or stamps to indicate, “Second Notice” and “Final Notice.”

For more information on New Mover Marketing Programs, just shoot me an email and I’d be happy to work up a custom-designed program for you based on these time-tested and proven strategies.

CURRENT EVENTS

Join us at the next PACK YOUR SCHEDULE New Patient Extravaganza! Stop struggling with new patients and enjoy practice again! Info @ BusyDentist.com to learn more.

So Who is Jerry Jones?

As the nation’s top expert on professional practice marketing with over 15 years experience, Jerry spends most of his time developing marketing and advertising strategies for his limited number of private clients and ClearPath Society Members.